Senior Account Executive, SLED

This is a fully remote position, open to applicants in Florida.

📋 Description

• Lead comprehensive enterprise sales cycles from initial executive prospecting and qualification through negotiation and closure across designated high-value SLED accounts in the AMER region.

• Generate new logo momentum, establish a qualified enterprise pipeline, and ensure sustained multi-year contract value through direct outreach and strategic initiatives led by channels.

• Oversee intricate public procurement processes, including high-value RFP/RFI submissions, state cooperative purchasing options like NASPO and Omnia, statewide contract negotiations, and fiscal budget cycles.

• Formulate and implement territory and strategic account plans alongside regional channel partners, national systems integrators, and MSSPs.

• Evaluate customer risk landscapes, complex IT environments, and security validation requirements in collaboration with Sales Engineers during technical assessments and enterprise proofs of concept.

• Cultivate and sustain relationships with public sector CIOs, CISOs, enterprise IT directors, chief procurement officers, and state-level leadership.

• Partner with Field Marketing, Channel Sales, Sales Engineering, Deal Desk, and Executive Leadership to structure enterprise agreements and expedite deal progression.

• Investigate regional legislative mandates, cyber grant allocations, and public sector threat trends to position Horizon3 as an industry standard.

• Encourage growth across major state agencies, significant municipal governments, and leading university systems.

⛳️ Requirements

• Expertise in Salesforce or a comparable enterprise CRM.

• Familiarity with modern sales engagement platforms such as Outreach, Salesloft, and ZoomInfo.

• Knowledge of structured enterprise sales methodologies such as MEDDPICC and Challenger.

• Comprehensive understanding of public sector purchasing behaviors, state and local procurement mechanisms, public board approvals, and compliance/regulatory standards, including CJIS, FERPA, StateRAMP, and NIST.

• Significant direct, quota-carrying B2B enterprise SaaS or cybersecurity sales experience.

• Proven success in closing complex six- and seven-figure deals and consistently exceeding annual quotas.

• Familiarity with fundamental cybersecurity principles, including offensive security, autonomous penetration testing, vulnerability and attack surface management, and security operations workflows.

• Bachelor’s degree in Business Administration, Marketing, Information Technology, Computer Science, or a related field, or equivalent practical experience.

• 5+ years of direct enterprise sales closing experience specifically targeting large SLED accounts.

• 5+ years of experience in cybersecurity, infrastructure software, or IT operations sales.

🏝️ Benefits

• Equity package in the form of stock options for all full-time roles.

• Health insurance coverage for you and your family.

• Vision insurance for you and your family.

• Dental insurance for you and your family.

• Flexible vacation policy.

• Generous parental leave.

• Opportunities for career development.

• A collaborative and innovative work environment.

• Remote and hybrid work models based on role and location.